Director, SAP Global Go-To-Market
Location: New York
Posted on: January 17, 2020
Are you data-driven* We at NetApp believe in the transformative
power of data to expand customer touchpoints, to foster greater
innovation, and to optimize operations. We are designed for
simplicity, optimized to protect, created to embrace future
opportunity, and open to enrich choice. We are the data authority
for hybrid cloud, and we are helping our customers realize the full
potential of their data.
We ve built a Data Fabric for a data-driven world to simplify and
integrate data management across the resources that are best for
the business. With the Data Fabric, our customers can harness the
power of cloud data services, build cloud infrastructures, and
modernize storage through data management. Job Summary
THE DIRECTOR, SAP GLOBAL GTM IS RESPONSIBLE FOR GUIDING NETAPP S
STRATEGIC PARTNERSHIP WITH SAP INCLUDING THE DEVELOPMENT AND
EXECUTION OF GTM EFFORTS RELATED TO THE SAP ECOSYSTEM. PRIMARY
RESPONSIBILITIES INCLUDE OWNERSHIP OF A COMPANY-WIDE SAP STRATEGY
AND A STRONG FOCUS ON DEVELOPING INITIATIVES TO DRIVE HIGH GROWTH
AND INCREMENTAL SAP-RELATED REVENUE. LEADING A TEAM OF BUSINESS
DEVELOPMENT MANAGERS AND ARCHITECTS, YOU WILL ACTIVELY ENGAGE WITH
SAP S SALES AND CONSULTING TEAMS, SAP CONSULTING AND DELIVERY
PARTNERS AND GLOBAL SALES TEAMS TO BUILD SALES EXECUTION PLANS FOR
BOTH GLOBAL AND ENTERPRISE ACCOUNTS. KEY AREAS OF RESPONSIBILITY
INCLUDE STRATEGY & PLANNING, INDUSTRY & ACCOUNT TARGETING, PROGRAM
MANAGEMENT & DELIVERY, EXECUTIVE ALIGNMENT, STAKEHOLDER MANAGEMENT
AND IDENTIFICATION OF KEY SAP DELIVERY PARTNERSHIPS. YOU MUST BE A
PROVEN LEADER, A SELF-STARTER, RESULTS-DRIVEN, PARTNER-FOCUSED,
HIGHLY MOTIVATED INDIVIDUAL EXPERIENCED AT BUILDING, DEVELOPING AND
LEADING HIGH-PERFORMANCE TEAMS.
Set the NetApp strategy for growing SAP-related revenue through
engagement with SAP delivery partners and global and enterprise
direct account teams. Develop and execute plans for engaging with
partners to identify opportunities where NetApp products and
services create unique value for SAP service offerings. Develop and
execute plans for engaging with regional and GEO sales leadership
to identify and pursue SAP business within their account base.
Review and prioritize business cases across multiple partners to
identify offering development opportunities with greatest ROI and
likelihood of success. Lead cross-organizational group consisting
of partner teams, direct field account managers and solution
architects, product engineering teams and corporate/field marketing
to develop and document compelling joint value propositions, GTM
and sales enablement.
As the senior leader within NetApp for SAP, you will work closely
with the Product Business Units, Marketing and Corporate Strategy
to develop, coordinate, execute, and evangelize all
cross-functional / cross-organizational activities to in order to
grow the NetApp share of wallet for SAP opportunities.
Lead cross-functional/cross-organizational teams in completing of
the following primary tasks:
* Set the NetApp corporate Go-To-Market and Sales Enablement
strategy for SAP-related offerings.
* Identify, qualify, prioritize and ultimately deliver
partner-driven SAP offerings containing NetApp products and
* Engage with partner SAP alliance teams, practices and delivery
teams to gain a deeper, richer understanding of their unique
differentiation, their GTM strategy, and ultimately, how they make
money from their customer offerings.
* Work closely with NetApp partner team leaders to shape and align
offering development pursuits within the overall strategic
framework of the partner engagement plans.
* Leverage NetApp Product Business Unit resources to enhance and
accelerate offering development activities with key
* Influence and co-develop internal business cases for prioritizing
new product development.
Excellent written and verbal communication skills are essential.
Must be able to convey ideas and solutions at an Executive level in
a clear, positive and concise manner using diplomacy and persuasive
selling. Communication skills must include listening, presentation,
and live demonstration skills. Must be able to develop professional
business and technical presentations and deliver them to all levels
within an organization. Demonstrated ability to communicate
effectively across large virtual global teams. Education
Education and Experience:
Bachelor s degree in business or combination of bachelor s degree
and relevant experience. Master of Business Administration degree
is highly desired.
Seven or more years experience in product, solution, and/or
offering development in the electronics industry. Experience in
working with large Global Accounts, Global Transformation Partners
and Global Technology Partners is desirable.
* A business degree, or equivalent experience is required. An MBA
* 10+ years of experience in Partner / Alliance Management managing
ISV partners including experience with a variety of partner types
preferred (e.g. ISVs, Global SIs, boutiques and Regional SI
* Experience in the implementation and/or support of SAP
applications. Including change management tools, processes and
* Knowledge and direct skills related to the infrastructure design,
implementation, testing and support of SAP applications.
* Experience in SAP data management and protection, SAP transport
(object) management in support of application configuration and
testing a must.
* History or understanding of SAP Basis skills, as a consultant or
in enterprise support.
* Understanding of sales, marketing, lead generation processes and
key performance indicators / value drivers for large ISV
* Practical experience in supporting the sale and marketing of
solutions with ISV partner leads/P&L owners.
* Track record of delivering measurable results, regularly meeting
or exceeding targets. Priority given to experience driving
influenced revenue or channel sales via partnerships with ISVs.
* Strong executive presence & exceptional communication skills
(verbal, written). Ability to rapidly engage a diverse audience of
internal / external stakeholders and build consensus.
* Demonstrated ability to build, lead and execute strategy in a
collaborative environment. SAP skills/expertise/experience working
for SAP directly or with to customer SAP environments.
* Proven experience with positioning and selling SAP service
* Strong project management skills and ability to work
cross-functionally with other development teams and partner
organizations is a must.
* Excellent business acumen with a strong ability to map business
requirements to technical solutions.
* Compelling communication skills across a wide variety of mediums
and situations including written and verbal communication and in
presentations spanning formal and informal, from small to large
* Willingness to travel on as-needed basis globally.
So get ready to tap into the data visionary within, and join us as
we accelerate digital transformation and empower our customers to
change the world with data!
If you ask a NetApp employee why they work here, the answer is
inevitably the same: the people. At NetApp, our culture is at the
heart of what we do. We place importance in trust, integrity,
teamwork, and caring above all else. NetApp is a place where people
are empowered to make a difference. Empowered to innovate.
Empowered to collaborate. Empowered to help ourselves and others be
data-driven and change the world.
Equal Opportunity Employer Minorities/Women/Vets/Disabled.
Keywords: NetApp, New York , Director, SAP Global Go-To-Market, Executive , New York, New York
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